Regional Sales Manager

This is a fully remote position, open to applicants in District of Columbia, +6 more states.

📋 Description

• Build and oversee an account portfolio across the Department of the Navy, encompassing Navy and Marine Corps enterprise IT and mission cyber initiatives.

• Define, create, and implement strategic capture plans for significant clients and programs, with assistance from the Director of DoW Sales.

• Identify funding and early positioning to develop programmatic opportunities with multi-year lifecycles.

• Collaborate with Engineering, Marketing, and the Technology Acceleration Office to cultivate and advance business opportunities.

• Establish, enhance, and manage OEM relationships at the DoW territory level and engage in co-selling with OEM field teams.

• Connect with system integrators and prime contractors supporting Navy and USMC programs to foster sell-with and sell-through strategies.

• Prioritize customer satisfaction, aiming to land and expand within designated accounts.

• Deliver timely and precise forecast updates while executing plans to achieve target revenue and bookings.

• Supervise and guide dedicated inside sales support.

• Achieve or surpass quarterly linearity and annual performance goals.

• Maintain a strong understanding of technology and trends in DoW cyber policy.

• Work independently within a hands-off management framework.

• Positively represent Blackwood’s Core Values and reputation in the marketplace.

• Travel frequently to fleet concentration areas and designated customer sites.

⛳️ Requirements

• Must be a US Citizen.

• Willingness to undergo a background check.

• Active or prior DoD security clearance, or eligibility to obtain one; Secret or higher preferred.

• Bachelor’s degree or equivalent experience.

• Known for operating with strong ethics and integrity.

• Eagerness and capability to learn new COTS technologies.

• Exceptional presentation and written communication skills.

• Strong time management abilities and pipeline discipline.

• Enthusiasm to hustle and enjoy the work.

• At least 5 years of experience in enterprise software, cybersecurity, or IT solution sales, predominantly targeting the Department of the Navy.

• Proven working knowledge of Navy and Marine Corps cyber and IT programs, commands, program offices, and cyber modernization funding.

• Understanding of ATO and RMF processes, IL authorization levels, enterprise IT modernization funding, and program-of-record financing.

• Familiarity with federal contract vehicles and procurement pathways, including SEWP, DoD ESI, Navy-specific BPAs, and IDIQs.

• Established relationships with Navy and USMC clients, program offices, and relevant OEM field teams.

• Demonstrated success in achieving quotas in a federal territory, with references.

• Experience in developing a pipeline from the ground up in an underdeveloped territory.

• Comfort with long-cycle programmatic pursuits as well as in-year transactional business.

• Experience collaborating with a Sales Engineer and dedicated inside support.

🏝️ Benefits

• A continuous flow of new learning opportunities.

• A team of highly skilled and dedicated professionals, ranging from Sales Engineering to Customer Support.

• Extensive breadth and depth of experience.

• An incredibly positive culture and environment focused on creating a workplace where individuals want to be.

• An open, encouraging, supportive, and collaborative leadership team.

• A leader committed to your development, with an established network and focus on removing obstacles.